Flashcards in Chapter 8 Deck (20):
Individuals, organizations, or groups that purchase a specific kind of product for resale, direct use in producing other products, or use in general daily operations.
Individuals and business organizations that purchase products to make profits by using them to produce other products or using them in their operations.
Intermediaries that buy finished goods and resell them for a profit.
Federal, state, county, or local governments that buy goods and services to support their internal operations and provide products to their constituencies.
Organizations with charitable, educational, community, or other non-business goals.
An arrangement unique to business marketing in which two organizations agree to buy from each other.
An organization's initial purchase of an item to be used to perform a new job or solve a new problem.
Straight Re-Buy Purchase
A routine purchase of the same products under approximately the same terms of sale by a business buyer.
Modified Re-Buy Purchase
A new-task purchase that is changed on subsequent orders or when the requirements of a straight re-buy purchase are modified.
Demand for business products that stems from demand for customer products.
Demand that is not significantly altered by a price increase or decrease.
Demand involving the use of two or more items in combination to produce a product.
Business (Organizational) Buying Behavior
The purchase behavior of producers, government units, institutions, and re-sellers.
The people within an organization who make business purchase decisions.
An evaluation of each component of a potential purchase.
A formal, systematic evaluations of current and potential vendors.
An organization's decision to use several suppliers.
An organization's decision to use only one supplier.
North American Industry Classification System (NAICS)
An industry classification system that generates comparable statistics among the United States, Canada, and Mexico.